Win Loss Reviews

Author : Rick Marcet
Publisher : John Wiley & Sons
Page : 224 pages
File Size : 44,8 Mb
Release : 2011-07-12
Category : Business & Economics
ISBN : 9781118007419

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Win / Loss Reviews by Rick Marcet Pdf

An effective framework for strengthening competitiveness by learning from past deals and applying insights derived from them. Every sales opportunity, whether won or lost, has useful nuggets of information that can be harvested and used to improve performance. When those pieces of information are aggregated, analyzed and made available for all to use, the organization’s competitive position is greatly enhanced. Reveals how to turn field sales teams, a mostly underutilized resource, into net producers of competitive intelligence Exposes new and unconventional approaches for gathering and democratizing sales insights for a broad stakeholder audience Presents a proven knowledge sharing model that is being adopted by major companies worldwide Win/Loss Reviews shows how every company can improve top and bottom line performance by systematically capturing the key insights from deals that have been won, lost or delayed. While the book talks to decision makers and business strategists, the principles and disciplines explored are aimed at bridging the flow of competitive intelligence between sales and marketing, simultaneously providing insights and line-of-site to the dynamics affecting business performance.

Author : Rick Marcet
Publisher : John Wiley & Sons
Page : 224 pages
File Size : 44,5 Mb
Release : 2011-06-09
Category : Business & Economics
ISBN : 9781118102602

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Win / Loss Reviews by Rick Marcet Pdf

An effective framework for strengthening competitiveness by learning from past deals and applying insights derived from them. Every sales opportunity, whether won or lost, has useful nuggets of information that can be harvested and used to improve performance. When those pieces of information are aggregated, analyzed and made available for all to use, the organization’s competitive position is greatly enhanced. Reveals how to turn field sales teams, a mostly underutilized resource, into net producers of competitive intelligence Exposes new and unconventional approaches for gathering and democratizing sales insights for a broad stakeholder audience Presents a proven knowledge sharing model that is being adopted by major companies worldwide Win/Loss Reviews shows how every company can improve top and bottom line performance by systematically capturing the key insights from deals that have been won, lost or delayed. While the book talks to decision makers and business strategists, the principles and disciplines explored are aimed at bridging the flow of competitive intelligence between sales and marketing, simultaneously providing insights and line-of-site to the dynamics affecting business performance.

Author : Jørgen Bo Christensen
Publisher : Lulu.com
Page : 46 pages
File Size : 55,5 Mb
Release : 2017-04-06
Category : Business & Economics
ISBN : 9781365873898

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Next-Generation Net Promoter®: How to Monetize a Net Promoter System® and Create Profitable Growth by Jørgen Bo Christensen Pdf

Everything you ever needed to know about modern NPS(R) best practices-all in one place. Welcome to Next-Generation Net Promoter-the next great leap in the NPS narrative. Based on the data from our most recent benchmark survey, in this white paper you'll learn how to Measure, Act, Monetize and Grow your customer base and bottom line. Become your company's NPS thought leader:

Author : Brian Lambert,Crsp-T Lambert,Eric Kerkhoff
Publisher : Lulu.com
Page : 234 pages
File Size : 44,9 Mb
Release : 2006-10-01
Category : Business & Economics
ISBN : 9781430300205

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Sales Pro Success Secrets by Brian Lambert,Crsp-T Lambert,Eric Kerkhoff Pdf

This book will arm you with a solid understanding of what professional selling entails. It will explain the various selling environments, the way sales teams are organized, and provide an explanation of what it takes to succeed. Would a Doctor begin operating on a patient without an understanding of the circulatory system, digestive system, or other important definitions of human anatomy? Absolutely not! Just as every profession provides an explanation of what it takes to succeed while providing a common language of understanding, so too should every new salesperson understand "what" selling is, before you begin to learn "how" to sell. The authors provide a conversational real-world explanation of what selling is while sharing important insights one what helped them succeed as top performing sales representatives at Hewlett Packard and Dun & Bradstreet and various other selling environments.

Author : Firend Alan Rasch
Publisher : IJBMR
Page : 167 pages
File Size : 51,7 Mb
Release : 2019-07-03
Category : Business & Economics
ISBN : 9781708458393

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Methodologies In Project Management by Firend Alan Rasch Pdf

This book list with examples the most common methodologies applied in project management. There are numerous definitions of methodology in project management. However, there is a shared fundamental principle across all definitions. That is, methodology in project management helps project managers direct the project, and keep it in track. Methodology help organizations to achieve outcomes that aligned with strategic objectives. This is especially true when considering that projects are expensive, changing and time consuming in nature. All projects have three main components that a Project Manager (PM) constantly struggle with; cost, time, and quality. Various approaches to project methodology are the means of organizing and directing projects. These components are limitations that shape projects in the form of outcomes, deadlines and resources. As such, choosing the right methodology help achieve desired objectives and set outcomes in a most efficient and effective manner. There are six common types of project management methodologies. Each part will be discussed with explanation of its sub-parts. This body of work is written while working in California’s Silicon Valley as project manager, and teaching project management to MBA students. The intent of this work is to clarify the various methodologies applied in project management and simply these concepts to those learning project management, and to those studying it. A study on critical success factors has been included at the end of this book to illustrate the importance of culture and the role cultural values play in defining project successes and failures for the benefit of the reader.

Author : Mark Welch
Publisher : Figure 1 Publishing
Page : 246 pages
File Size : 48,7 Mb
Release : 2018-09-18
Category : Business & Economics
ISBN : 9781773270456

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The Street Savvy Sales Leader by Mark Welch Pdf

You are competing in a highly fragmented, highly competitive marketplace where decision makers are more knowledgeable, less risk averse, and busier than ever. As a result, making your numbers is tougher and more challenging than ever. You’re trying to figure out how to get the attention of new customers and to add value along the sales process to close business. And you’re coping with a potentially underperforming and unengaged sales team, despite investments in sales resources, such as training and technology, marketing content, CRM, and other tools to increase sales effectiveness. But you, like other sales leaders you talk with, are not getting the payoff from these investments. You see the data: • Businesses are spending more on training, but there is little correlation to ROI (ATD, 2015) • Without follow-up and coaching/mentoring, salespeople fail to retain 80% to 90% of what they learned in training within a month (Sales Alliance, 2014) • CRM holds a

Author : Gregory A. Garrett,Reginald J. Kipke
Publisher : Wolters Kluwer
Page : 344 pages
File Size : 54,6 Mb
Release : 2005-03-01
Category : Business & Economics
ISBN : 9780808009337

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Capture Management by Gregory A. Garrett,Reginald J. Kipke Pdf

The Capture Management Life-Cycle provides a comprehensive step-by-step approach to help individuals and companies win more business. The philosophy behind the Capture Management Life-Cycle is that business is won with mutually beneficial offers that meet a customer's objectives as well as the seller's requirements for profitability. The three-phase Capture Management Life-Cycle model is presented with inputs, tools and techniques, outputs, case studies and forms/templates to assist business professionals in selling products, services or solutions. The Capture Management Life-Cycle consists of three phases, ten stages and more than 35 key actions for winning more business.

Author : Frank V. Cespedes
Publisher : Harvard Business Press
Page : 249 pages
File Size : 53,7 Mb
Release : 2021-02-23
Category : Business & Economics
ISBN : 9781633698772

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Sales Management That Works by Frank V. Cespedes Pdf

Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales & Marketing category In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing. The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment. In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: Hire and deploy the right talent Pay and incentivize your sales force Improve ROI from your training programs Create a comprehensive sales model Set and test the right prices Build and manage a multichannel approach Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business.

Author : Ellen Naylor
Publisher : Unknown
Page : 218 pages
File Size : 45,6 Mb
Release : 2016-04
Category : Business intelligence
ISBN : 099727221X

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Win/Loss Analysis by Ellen Naylor Pdf

If your company is struggling, losing its visibility or failing in growth projections, you need Win/Loss Analysis. Woven throughout are steps to gather competitive intelligence and customer insight. With the guidance of this book, you will remove the guesswork and gain more business through Win/Loss Analysis.

Author : Richard M. Schroder
Publisher : McGraw Hill Professional
Page : 241 pages
File Size : 51,8 Mb
Release : 2010-10-22
Category : Business & Economics
ISBN : 9780071742818

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From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best by Richard M. Schroder Pdf

Create a Tailor-Made Sales Strategy Using Lessons from the Field! When things don’t go well on a sales call, you probably ask yourself, “Why did I lose that sale?” . . . and then move on. But the question remains: Why did you lose that sale? Learning the answer can mean the difference between landing and losing the next sale. From a Good Sales Call to a Great Sales Call teaches you how to assess your strengths and weaknesses based on information you can get from the most qualified source available—the buyer. You’ll learn how to: Approach postdecision prospects using best practices and proper etiquette Design a comprehensive “debrief” questionnaire Obtain more candid and accurate feedback from prospects Identify important patterns in your techniques Use what works and improve what doesn’t to close more sales than ever Filled with sample dialogs you can use with prospects, From a Good Sales Call to a Great Sales Call is neatly organized into eight easy-to-follow steps that take you through the whole process: Step 1. Discover the Benefits of Successfully Debriefing with Prospects Step 2. Understand the Postdecision Mind-Set of the Prospect Step 3. Recognize How Salespeople Can Inhibit the Feedback Process Step 4. Design a Prospect Debrief Questionnaire Step 5. Utilize Proven Interviewing Techniques for Conducting Debrief Calls Step 6. Identify and Analyze Your Win/Loss Trends Step 7. Benchmark Your Feedback Step 8. Implement the Right Techniques to Increase Your Close Rate Refreshingly direct and right to the point, this system is based on 12 years of research and thousands of sales prospect interviews. This comprehensive, powerful program leads to better sales techniques and increased close rates. In short, it works.

Author : ZR Ellor
Publisher : Roaring Brook Press
Page : 288 pages
File Size : 53,9 Mb
Release : 2021-05-18
Category : Young Adult Fiction
ISBN : 9781250625137

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May the Best Man Win by ZR Ellor Pdf

A trans boy enters a throw-down battle for the title of Homecoming King with the boy he dumped last summer in ZR Ellor's contemporary YA debut. Jeremy Harkiss, cheer captain and student body president, won’t let coming out as a transgender boy ruin his senior year. Instead of bowing to the bigots and outdate school administration, Jeremy decides to make some noise—and how better than by challenging his all-star ex-boyfriend, Lukas for the title of Homecoming King? Lukas Rivers, football star and head of the Homecoming Committee, is just trying to find order in his life after his older brother’s funeral and the loss of his long-term girlfriend—who turned out to be a boy. But when Jeremy threatens to break his heart and steal his crown, Lukas kick starts a plot to sabotage Jeremy’s campaign. When both boys take their rivalry too far, the dance is on the verge of being canceled. To save Homecoming, they’ll have to face the hurt they’re both hiding—and the lingering butterflies they can’t deny.

Author : Anonim
Publisher : Unknown
Page : 712 pages
File Size : 54,6 Mb
Release : 1974
Category : Arms control
ISBN : UOM:39015049827309

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Peace Research Reviews by Anonim Pdf

Author : Elay Cohen
Publisher : Greenleaf Book Group
Page : 232 pages
File Size : 41,9 Mb
Release : 2014-04-15
Category : Business & Economics
ISBN : 9781626340503

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Saleshood by Elay Cohen Pdf

A playbook that empowers sales managers to think like CEOs and act like entrepreneurs At Salesforce.com, Elay Cohen created and executed the sales productivity programs that accelerated the company’s growth to a $3 billion–plus enterprise. The innovation delivered over these years by Elay and his team resulted in unprecedented sales productivity excellence. Based on that experience, Elay embarked on a journey to help every company in the world grow like Salesforce.com. After working with many organizations and further reflecting on his time at Salesforce.com, it became apparent that one key player was best positioned to accelerate growth in organizations: the first-line sales manager. Empowering sales managers to own and execute their own sales programs, as entrepreneurs would, became the focus of this book and his technology company. First-line sales managers are the backbone of every sales organization. They make it happen. They’re where the rubber meets the road in pipeline generation, revenue growth, and customer success. These sales managers serve as the voice of salespeople to organizations, and as the organizational voice back to salespeople. In this accessible guide, Cohen shares how sales managers can build an inspired, engaged team, equipping them with the tools they need to drive up sales productivity and grow the business. He reveals, among many other lessons, how you can nurture a winning sales culture; build world-class training programs that encourage salespeople to learn from each other; and execute sales processes, playbooks, and deals in a way that gives your salespeople the winning edge.

Author : Jill Konrath
Publisher : Penguin
Page : 272 pages
File Size : 40,6 Mb
Release : 2014-05-29
Category : Business & Economics
ISBN : 9780698155596

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Agile Selling by Jill Konrath Pdf

Sales expert Jill Konrath offers powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. This rapid change is often overwhelming, and sellers face an intense pressure from their bosses to deliver immediate results. Their livelihoods are totally dependent on their ability to get up to speed quickly. Sales guru Jill Konrath offers both new and experienced salespeople a plan for rapidly absorbing new information and mastering new skills by becoming agile sellers. Readers will learn the mindsets, learning strategies and habits that they can use in crazy-busy times to start strong and stay nimble. From time management tools to personal motivation, creativity, and gamification strategies, Konrath teaches sellers how to get more done in less time, regardless of the environment. To succeed in today's sales world, having go-to systems for rapid information and skill acquisition isn't only useful, but absolutely required. Konrath focuses on the meta-skills that will get sellers to high levels of sales and proficiency - and ultimately mastery - much faster than their usual methods. Readers who loved the no-nonsense advice in SNAP Selling and Selling to Big Companies will find Agile Selling equally valuable.

Author : Cory Doctorow
Publisher : HarperCollins UK
Page : 514 pages
File Size : 40,8 Mb
Release : 2011
Category : Fiction
ISBN : 9780007291182

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For the Win by Cory Doctorow Pdf

A provocative and exhilarating tale of teen rebellion against global corporations from the New York Times bestselling author of Little Brother. Not far in the future... In the twenty-first century, it's not just capital that's globalized: labour is too. Workers in special economic zones are trapped in lives of poverty with no trade unions to represent their rights. But a group of teenagers from across the world are set to fight this injustice using the most surprising of tools - their online video games. In Industrial South China Matthew and his friends labour day and night as gold-farmers, amassing virtual wealth that's sold on to rich Western players, while in the slums of Mumbai 'General Robotwallah' Mala marshalls her team of online thugs on behalf of the local gang-boss, who in turn works for the game-owners. They're all being exploited, as their friend Wei-Dong, all the way over in LA, knows, but can do little about. Until they begin to realize that their similarities outweigh their differences, and agree to work together to claim their rights to fair working conditions. Under the noses of the ruling elites in China and the rest of Asia, they fight their bosses, the owners of the games and rich speculators, outsmarting them all with their gaming skills. But soon the battle will spill over from the virtual world to the real one, leaving Mala, Matthew and even Wei-Dong fighting not just for their rights, but for their lives...